etailinsights eCommerce Data and Sales Blog
Power User Spotlight: Connor McMorrow, Linc Global
Connor's Sales Hack: Use Social Media for Personalized Emails
The competitive era we are in where eComm stakeholders are receiving hundreds of emails a day from fellow sales reps makes it very difficult to get their attention. One of the biggest challenges I face in my role isn’t necessarily the actual sales process, but just getting in front of the right decision makers - getting them to engage with the content I am sending and take a second to understand how Linc can help their brand.
One of the best practices we use at Linc while prospecting is leveraging social media to personalize our emails. Every brand has their own Facebook, Instagram, Twitter, etc. and majority of the people you are reaching out to have their own personal accounts as well. I immediately follow my top prospects brand accounts. This makes a huge difference in getting a better understanding for their brand and their messaging. Also, I’m sure most of you do this already but you can learn a lot about a prospects focus just from a quick look at their LinkedIn.
After getting an understanding of their brand message and their current focus, I draft up a personalized email that incorporates the two. This has been successful in getting peoples attention because you are now coming from a place of understanding how they work and what their needs are versus just including them in a massive blast that isn’t tailored to them specifically.
etailinsights Power User Interview
Connor, what is your favorite restaurant and why?
4505 Burgers & BBQ. It’s a dangerously close walk from my house and in my opinion is the best BBQ in San Francisco. Everything from the brisket sandwich to the frankaroni is a must try and they also have some great craft beers on draft.
What drove you to begin a sales career in eCommerce?
I decided to go into eCommerce sales after coming across Linc.
How does Linc help etailers?
Linc helps the world's best brands turn their order tracking and return experience into revenue opportunities. Linc is a data-driven shopper experience platform that integrates with over 300 shipping carriers globally to provide a branded carrier agnostic shopper experience. Its premier recommendation engine is optimized to recoup revenue from returns and inspire new sales from the order status tracking experience. Linc is a certified partner with leading commerce platforms like Demandware, Magento and Hybris and serves some of the most customer-centric brands like Carter's, Crocs, GoPro, eBags, Hugo Boss, L’Oreal, KiKo Milano and more.
How are you using etailinsights to source eCommerce Leads or build a Directory of Online Retailers?
I love etailinsights! With etailinsights I've been able to build out lists and reach out to far more clients in the eComm space than would have been possible before. I have executed multiple successful meetings that have lead into contracts for Linc.
The UI including a screenshot of the storefront above the company profile is a huge time saver when prospecting new companies. Part of my role here at Linc is to be calling these companies and as part of that I constantly have to be looking at their websites - including this on etailinsights has made my life even easier.
What is your favorite Top 40 eCommerce Conference and why?
My favorite conference is Etail West. I think out of all the conferences, it offers the best opportunity to network and meet a large number of merchants. There are a ton of different tracks with great thought leaders across the industry and they have some great networking lunches and receptions.
